Andy Paul's Blog, page 77

The The Best of Accelerate! Conquering the #1 Problem in Sales: Prospecting. With Mark Hunter.

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to new business development that we discuss are:

Why is prospecting the #1 challenge in sales right now?
What are the biggest obstacles reps face in generating new opportunities?
What are the primary reasons sales reps fail to convert more leads into opportunities?
How do you create a marriage between social selling and traditional lead generation?

The post The The Best of Accelerate! Conquering the #1 Problem in Sales: Prospecting. With Mark Hunter. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 145 with Bridget Gleason. The Books ALL Sales Professionals Should Read.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we take a break from talking about sales strategies. Instead, Bridget and I share some of our favorite books that we believe every sales person, and sales manager, should read. Want to know what you should be reading right now to increasing your reservoir of sales knowledge? Then make sure to join us for this information-packed episode!

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On Accelerate! Now: Episode 144 with Guy Nirpaz. The Role of Customer Success Teams in Growing Your Revenue

Guy Nirpaz is the co-founder and CEO of Totango, a leading customer success platform. He is also the author of the new book Farm Don’t Hunt: The Definitive Guide to Customer Success.  In today’s episode Guy and I discuss the critical role Customer Success teams play in expanding the lifetime value of your customers. Among the many topics we are discuss are:

The essential differences between Customer Success and Customer Service. And, what this means for your business.
The role of Customer Success in onboarding, expanding and renewing customer relationships.
How to use Customer Success data to reduce customer churn.
The role of value creation in driving renewals.
The biggest challenges that customer success teams face.

The post On Accelerate! Now: Episode 144 with Guy Nirpaz. The Role of Customer Success Teams in Growing Your Revenue appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 143 with Jack Kosakowski. How to Effectively Integrate Social Selling into Your B2B Sales Process

Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency. He works with B2B companies to infuse social into the traditional B2B sales process.  In today’s installment, I chat with Jack about how to use social media to add value to prospects as they navigate their way through your sales funnel. Among the many topics we explore are:

What is social sales disruption? And, how can you employ it in your selling?
How to embed social selling into your standard B2B sales process.
How social selling can bridge the value gaps created by email and phone calls.
The common mistakes salespeople commit using social media to connect with prospects.
And, much, much more!

 

The post On Accelerate! Now: Episode 143 with Jack Kosakowski. How to Effectively Integrate Social Selling into Your B2B Sales Process appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 142 with Joe Pulizzi. How to Use Content Marketing To Radically Grow Your Sales

Joe Pulizzi is the founder of Content Marketing Institute and the author of the best-selling book Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses.  In today’s installment, Joe and I discuss how to correctly, and patiently, use content marketing to dramatically increase your sales. Among the many topics we discuss are:

What “content marketing” really means to your business.
Why you need a plan to consistently target the right audience, your “sweet spot,” with your content.
Why content-based marketing is an essential tool to help your prospects get to know, like and trust you.
How a small/mid-size business should use content marketing to grow its business.
How to convert “followers” into “subscribers” who are ready to do business with you.

The post On Accelerate! Now: Episode 142 with Joe Pulizzi. How to Use Content Marketing To Radically Grow Your Sales appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 141 with Corinna Essa. How Small Biz Can Use Social Marketing to Increase Sales

Corinna Essa is President of the Australian company, Social Media Worldwide. She is an expert in showing small businesses how to use social marketing to drive traffic and leads online to sell more products. In today’s episode, Corinna and I discuss the range of common missteps business owners encounter when it comes to the challenges of building an engaging social media presence that helps drive new business development. Among the many topics we tackle are:

● What companies should do to make social media work for them

● What are the biggest mistakes small to mid-sized businesses make in their social marketing efforts?

● How to turn your cold traffic into warm leads.

● How small businesses should use social media to nurture relationships with their prospects.

The post On Accelerate! Now: Episode 141 with Corinna Essa. How Small Biz Can Use Social Marketing to Increase Sales appeared first on Andy Paul | Strategies to Power Growth.

The Best of Accelerate! The Future of B2B Sales. With Regis Lemmens.

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at leading business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss in this episode are:

What is value co-creation and why is it central to the future of B2B sales?
Why buyers may start paying you to sell to them. And, what that means for the future of the sales rep.
How sales teams will continue to become more specialized. But, not in the way you might think.
How the hunter-farmer metaphor for sales reps will become obsolete.

If you’re in sales or sales management, then you definitely need to listen to this episode.

The post The Best of Accelerate! The Future of B2B Sales. With Regis Lemmens. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 140 with Bridget Gleason. Working the Complex Sale

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about the complex enterprise sale. Listen in as we talk about many related topics including the following:

What is a complex sale?
How complex enterprise sales changed in the last 5 to -10 years.
How to sell complex business solutions to smaller enterprises.
How does the buyer’s perception of risk affect their decision making process?
How to identify all the players involved in the decision-making process.

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On Accelerate! Now: Episode 140 with Bridget Gleason. Mastering the Complex Sale

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about the complex enterprise sale. Listen in as we talk about many related topics including the following:

What is a complex sale?
How complex enterprise sales changed in the last 5 to -10 years.
How to sell complex business solutions to smaller enterprises.
How does the buyer’s perception of risk affect their decision making process?
How to identify all the players involved in the decision-making process.

The post On Accelerate! Now: Episode 140 with Bridget Gleason. Mastering the Complex Sale appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 139 with Micheline Nijmeh. Improving Sales Team Productivity.

Micheline Nijmeh is the Chief Marketing Officer (CMO) at LiveHive, a unified Sales Acceleration Platform that delivers enhanced sales team productivity, email effectiveness, and follow-up through automation and engagement analytics. Among the sales productivity topics Micheline and I discuss are:

What forces are shifting the balance between inside sales and field sales positions?
What necessary sales disciplines have slipped in recent times as sales increasingly shifts towards inside sales?
Why sales on-boarding processes need to change and how to decrease the amount of time required to train new sales reps.
What inside sales reps must do to create positive first impressions on prospects.
How to prioritize your investments in new sales technologies.
What are buyer-side analytics? And why are they important drivers of sales productivity?

The post On Accelerate! Now: Episode 139 with Micheline Nijmeh. Improving Sales Team Productivity. appeared first on Andy Paul | Strategies to Power Growth.